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How to Negotiate and Doing business in United States
Doing business in United States
Remember that...
Americans appreciate negotiators who are practical, quick and hard, like the actor James Cagney as the director of Coca-Cola in Berlin in the 1960s who dictates messages to his secretary in the film One, Two, Three: “One: put me through to the head of the Russian delegation”; “Two: confirm whether Mr McNamara’s flight has arrived”; “Three: And where did my damn coffee get to?”
Negotiation tips
  • Negotiations focus on the concept of return: a proposal is good if it generates profits for the company (the bottom line) and, better still, if they are achieved in the short-term.
  • Language must be direct and clear: tell it like it is” is a commonly used expression. Indirect or not very clear answers can be interpreted as distrust or insincerity.
  • The pace of negotiation is very quick compared with other cultures. Time is highly valued (time is money). Some sales are even concluded in the first interview. In longer negotiations they may give on some point in order to reach an agreement as soon as possible and pass on to another matter.
Etiquette tips
  • You should take particular care not to criticise their culture or the American way of life. Even if they do it, they do not take kindly o outsiders doing it because of their patriotism.
Country Guide
How to negotiate successfully in United States
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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